To make money by selling something, there are two major ways to have an advantage: taking people’s problems away or helping them achieve their dreams. Most people are aware of their problems and know exactly what their dreams are, but don’t have a clue on how to turn the desire into reality. When you have the solution available, just speak to your customer’s emotions, and you will have a sale.
Prior writing the text — the salesletter — to sell your product, you need to understand what really is your market, and what kind of emotional approach should motivate the purchase. The two most used motivational aspects related to emotions are ambition and pain.
After determining exactly what your market is and knowing if you’ll approach them by ambition or pain, create or select products or services that solves your customer’s problems, desires and expectations.
If you are successful identifying what your market want, and find the right approach, people will be glad to buy from you. To help this sale happen, show your potential customer you know how it feels to be in their shoes and that you know their problem better than they do. It will generate rapport and they will be happy to give you their credit card.
Even knowing each and every aspect of the problem you plan to solve, don’t assume you are the biggest expert about it on the world. Always keep researching and studying your prospects, a they may deliver you a secret you would miss if you didn’t hear them.
Knowing and mastering these techniques, making the perfect sale is easy and way closer to reality than ever.